Tagged 'lead generation'

Do you have a consistent funnel of ideal leads on your radar and a lead generation strategy to nurture them towards a sale?
Inbound Marketing
Inbound marketing focuses on creating quality content that pulls prospects toward your company and product, where they naturally want to be. By aligning the content you publish with your customer’s interests, you naturally attract leads and ideal prospects.
Results of an inbound marketing strategy:

Increases ideal leads/lead generation
Increases web traffic
Improves SEO
Provides quality content to attract target audience
Nurtures ideal leads to be top-of-mind when they are looking for a solution
Automates marketing messages
Know which marketing efforts and channels are giving the best ROI

We build the Inbound Marketing Strategy, launch the platform and campaign.
How do you score on your lead generation strategy?
True North. A plan that keeps you on course and aligns your purpose, brand and strategy – this is what we call your True North. Finding your True North starts with assessing where you are in eight key areas on the True North Radar: Strategic Alignment, Positioning, Distinction, Branding, Authenticity, Lead Generation, Messaging and Marketing.
Download the True North Radar assessment.

It’s a big sky out there – do you feel like you’re flying off the radar? Your role as a leader is to set the destination and the route, and keep the flight on course and running smoothly. There is a lot of turbulence – the key is to stay aligned on a strategic path instead of constantly reacting to unexpected detours.
Align Your Brand
You need a plan. A plan that keeps you on course and aligns your purpose, brand and strategy – this is what we call your True North. Finding your True North starts with assessing where you are in eight key areas: Strategic Alignment, Positioning, Distinction, Branding, Authenticity, Lead Generation, Messaging and Marketing.
What’s on your Radar?
Download the True North Radar assessment.

Simple but important skills like preventing an audio meltdown on a call, knowing how to make strangers comfortable, when to call and when to e-mail, helping your target influencers by using your own network to accrue favors, and building/maintaining that network of influencers for the future, are all things that a good sales representative will know how to do, and that a regular marketer will not.

When I first founded buyer persona development a dozen years ago, I used to get asked, “What is a buyer persona?” quite often. Nowadays, as I engage in conversations about buyer personas and buyer insights, I have to remind myself to ask what the person believes a buyer persona is.
Of late, there has been a rash of definitions added to the many, which has surfaced over the years. It is time to revisit the original definition of buyer personas and breakdown why it still matters.
The Definition
The original definition established in 2002: What is a Buyer Persona?
Buyer personas are research-based archetypal (modeled) representations of who buyers are, what they are trying to accomplish, what goals drive their behavior, how they think, how they buy, and why they make buying decisions. (Today, I now include where they buy as well as when buyers decide to buy.)
As you can see here, this has nothing to do with profiling. And, it has everything to do with buying behavior.
I have highlighted the words who, what, how, and why – to emphasize we are seeking the story of buyers. This has evolved to highlight the added importance of where and when. Telling the story of buyers... Read more

One thing we can count on is by the time you have finished reading this buying behavior may have been altered one again. Changes in buyer behaviors continue unabated. This is making it difficult for marketing and sales leaders to plan the right mix of strategies and tactics resulting in a winning formula.
5 Buyer Behaviors B2B Marketing Must Keep An Eye On
New buying behaviors means B2B marketers have to become more responsive today. Creating nimble organizations and improving knowledge in buyer understanding. Here are ways buyer behavior will continue to reshape marketing:
Buyers Embrace Collaboration
Social and digital technologies has allowed for progress in the area of collaboration. Meaning the sphere of influence and interaction not only has widened but increased. Old ideas about roles on buying teams are being shattered as we speak. The era of collaborative buyer networks has arrived. We now have to consider internal as well as external members of collaborative networks impacting decision-making.
Buyers Want Co-Creation
Collaborative networks are fostering a new environment for co-creating products, services, and for solving problems. This new development will put pressure on B2B organizations to get in line with flexible products and services which allow buyers to play an active role in co-creating. Buyers... Read more